Pharmaceutical Commerce - May/June 2017 - 11

Top News
QuintilesIMS allies with Salesforce for a unified cloud-based
technology platform
Software/data offering will unify a 'molecule to market' solution for life sciences companies
QuintilesIMS, the dominant force in
commercial data for life sciences, as well as
a major player in clinical research (through
the recent merger of IMS Health and the
Quintiles CRO), has struck a five-year
agreement with Salesforce to employ the
latter's platform for customer relationship
management (CRM) and a growing list of
applications and services involving data,
business intelligence and communications.
The alliance may prove as valuable to
Salesforce as it will be for QuintilesIMS, as
Salesforce has been building a presence both
with healthcare providers (through its Health
Cloud) and with life sciences companies, a
number of whom are using its Marketing
Cloud platform, among other resources.
"We believe this alliance with Salesforce
has transformative potential for the life
sciences industry as it will better equip and
enable our customers to meet the clinicalto-commercial challenges they face as
they move healthcare forward," said Kevin
Knightly, president, Quintiles Information
& Technology Solutions, in a statement.
Beyond noting that the agreement is global
in nature, QuintilesIMS representatives
were reluctant to highlight specific examples
of the company's existing IT resources being
migrated to the Salesforce platform, saying
only that there will be a steady stream of
announcements in the near future. But the
emphasis is clearly on providing a uniform
platform from the clinical research arena
(for business objectives such as clinical
trial management and patient recruitment)
and on into commercial objectives like
salesforce automation, real world evidence
and the like.
In commercial resources, QuintilesIMS
announced the Nexxus Commercial
Application Suite in 2014, unifying a
variety of IT resources to complement its
goal of enabling life sciences companies
to "orchestrate" the interactions with,
and information requests of, healthcare
providers and other life sciences customers.
A complementary offering, IMS One,
combines the traditional data services of
IMS Health (such as scrip data, customer
master data and the like) with third-party
data resources, all made available through
Amazon Web Services cloud technology.
On the clinical-research side, the Quintiles
Infosario platform has been available for
a number of years to provide a unified
approach to managing clinical trial design,
execution and monitoring.
Richie Etwaru, chief digital officer at
QuintilesIMS, while noting that the alliance
will put QuintilesIMS at the leading edge of
information technology capabilities, looks
ahead to "co-creating" new tools through
the applications-development resources
of Salesforce. "This will be a source of
innovation to really move healthcare

forward," he says.
In the CRM arena, QuintilesIMS has
been butting heads with Veeva Systems,
whose cloud-based CRM offerings have

taken a lion's share of the life sciences
salesforce-automation market, at least in
the US. Veeva happens to be built on the
same Salesforce platform that QuintilesIMS

is now migrating to. Further, just as IMS
Health took a big plunge into clinical
research by merging with Quintiles, so
continued on page 30

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Pharmaceutical Commerce - May/June 2017 - Cover4
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